Account Executive - Software Sales
Schneider Electric, Granite Heights, WI, United States
The role:
We are seeking a
Strategic Software Sales Executive
to sell our Identity Security Solutions to the most complex
O&G Customers in Texas.
Role Requirements:
Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity.
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning our solutions and broader value proposition including partner services.
Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
Do not operate independently; instead sell as a team.
Act as the quarterback: take initiative and prep the team on what is needed from them prior to calls.
Make good decisions about who should engage and when, and hold people accountable for following through.
Create a territory or opportunity plan that includes the steps required to move from discovery to the next steps in the sales cycle.
Work closely with the leadership team to refine ideas and make the sales strategy as effective as possible.
Responsibilities:
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
Develop business plans that align with your assigned territory.
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
Collaborate with marketing to develop and execute marketing plans through partners and end users.
Pursue all supplied leads and keep internal systems updated.
Lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing coverage of the account, including new sales opportunities.
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
Understand and communicate all product and technological strategies employed by competitors and complementary organizations in the SailPoint market space.
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision makers.
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
Path to Success: 1-Month Milestones:
Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential.
Segment account list into your top 8 focused accounts and the top 3 big‑bet accounts within this list.
Meet with old account managers to capture any history.
Meet with partners of existing accounts to understand their position and services offered.
Work with the Marketing Manager on the marketing plan.
Work with the Channel Manager on the channel plan.
2-Month Milestones:
Create a stakeholder map for key partners that are influencers in your top 8 accounts and devise your approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity and updates.
Meet weekly with sales management to keep Salesforce and Clari up to date.
3-Month Milestones:
Complete territory plan and present to Sales Management.
Existing account overview and account potential.
Prioritized accounts with account potential.
Clean pipeline of potential 2025 opportunities to establish gap to target.
Marketing and channel engagement plans to close the gap to target.
Customer references / case studies planned.
Pipeline growth plan.
Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
Lead an operating cadence with the virtual team.
Achieve “1st Mate” enablement badge.
4-Month Milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present forecast for self‑generated opportunity & expected time to 1st sale.
Develop strategies to approach top 8 accounts and present to management.
Relationship maps in Salesforce are completed – customers from Top 8 accounts know who you are.
Show progress through sales stages for any inbound or inherited opportunities (sales cycle 5‑40).
Present SailPoint value proposition in front of manager via either a customer / prospect or internally.
6-Month Milestones:
Built a pipeline of 2 to 3 times target comprising.
Existing customer pipeline.
Progress existing pipeline.
New pipeline.
Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
Complete your Captains badge on HighSpot.
Education: Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales‑related field.
Travel: Business travel of approximately 50 % yearly is expected for this position.
Equal Opportunity Statement SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
Benefits Overview
Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short‑term and long‑term disability
Life protection: Life insurance and accidental death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) savings and investment plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee assistance program (EAP) and care counselors
Voluntary benefits: Legal assistance, critical illness, accident, hospital indemnity and pet insurance options
Health savings account (HSA) with employer contribution
Salary Base salary for US‑based employees is estimated in the range of $109,200 – $184,080.00, depending on knowledge, skills, experience, market conditions, and location.
Application Note Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
#J-18808-Ljbffr
Strategic Software Sales Executive
to sell our Identity Security Solutions to the most complex
O&G Customers in Texas.
Role Requirements:
Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity.
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning our solutions and broader value proposition including partner services.
Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
Do not operate independently; instead sell as a team.
Act as the quarterback: take initiative and prep the team on what is needed from them prior to calls.
Make good decisions about who should engage and when, and hold people accountable for following through.
Create a territory or opportunity plan that includes the steps required to move from discovery to the next steps in the sales cycle.
Work closely with the leadership team to refine ideas and make the sales strategy as effective as possible.
Responsibilities:
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
Develop business plans that align with your assigned territory.
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
Collaborate with marketing to develop and execute marketing plans through partners and end users.
Pursue all supplied leads and keep internal systems updated.
Lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing coverage of the account, including new sales opportunities.
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
Understand and communicate all product and technological strategies employed by competitors and complementary organizations in the SailPoint market space.
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision makers.
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
Path to Success: 1-Month Milestones:
Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential.
Segment account list into your top 8 focused accounts and the top 3 big‑bet accounts within this list.
Meet with old account managers to capture any history.
Meet with partners of existing accounts to understand their position and services offered.
Work with the Marketing Manager on the marketing plan.
Work with the Channel Manager on the channel plan.
2-Month Milestones:
Create a stakeholder map for key partners that are influencers in your top 8 accounts and devise your approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity and updates.
Meet weekly with sales management to keep Salesforce and Clari up to date.
3-Month Milestones:
Complete territory plan and present to Sales Management.
Existing account overview and account potential.
Prioritized accounts with account potential.
Clean pipeline of potential 2025 opportunities to establish gap to target.
Marketing and channel engagement plans to close the gap to target.
Customer references / case studies planned.
Pipeline growth plan.
Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
Lead an operating cadence with the virtual team.
Achieve “1st Mate” enablement badge.
4-Month Milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present forecast for self‑generated opportunity & expected time to 1st sale.
Develop strategies to approach top 8 accounts and present to management.
Relationship maps in Salesforce are completed – customers from Top 8 accounts know who you are.
Show progress through sales stages for any inbound or inherited opportunities (sales cycle 5‑40).
Present SailPoint value proposition in front of manager via either a customer / prospect or internally.
6-Month Milestones:
Built a pipeline of 2 to 3 times target comprising.
Existing customer pipeline.
Progress existing pipeline.
New pipeline.
Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
Complete your Captains badge on HighSpot.
Education: Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales‑related field.
Travel: Business travel of approximately 50 % yearly is expected for this position.
Equal Opportunity Statement SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
Benefits Overview
Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short‑term and long‑term disability
Life protection: Life insurance and accidental death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) savings and investment plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee assistance program (EAP) and care counselors
Voluntary benefits: Legal assistance, critical illness, accident, hospital indemnity and pet insurance options
Health savings account (HSA) with employer contribution
Salary Base salary for US‑based employees is estimated in the range of $109,200 – $184,080.00, depending on knowledge, skills, experience, market conditions, and location.
Application Note Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
#J-18808-Ljbffr